Pre Sales Manager, EMEA
Overview
This is a demanding role for an experienced pre-sales professional. Your skill set will be highly business and technically oriented. You will be working very closely with the Sales and Marketing Director, a sales team of 6 people and 3 lead technical pre-sales. We currently have a gap in complimentary pre-sales skills that the sales team need to manage their business development activity more effectively. This role is key to the ongoing development of our largest and most progressive account, the U.K. MoD (in terms of our evolving Secure Information Exchange product strategy) and a £100m pipeline of U.K. and European opportunities in defence, intelligence and homeland security.
The company was acquired by QinetiQ in October 2007 and is looking to extend our current solution set capabilities with broader business level value.
Details
Title: Pre Sales Manager, EMEA
Salary: Salary/bonus on application, car allowance, Pension, 23 days holiday
Reporting to: Sales and Marketing Director
Team: Indirect reports - 8 resources currently residing in the development group, split between technical pre/post sales and project management
Qualifications: Degree educated
Languages: would be a benefit (German, Spanish, Italian)
Experience: working for a small to medium global software vendor, preferably selling to Defence & Homeland Security
Generic Requirements
- Operate at a senior client level (Director, large project Programme Management/Head of Technical Architecture, Systems Integrator Business Management) to position the company’s expanding solution set.
- Mix with the current sales team and a highly technical pre-sales team to quickly understand the nature and depth of our product set and business value to Defence & Intelligence customers.
- Add value to the proposition creation process we are undergoing to sell into the Homeland Security sector.
- Lead creative ‘market making’ and ‘solutioneering’ sessions internally.
- Understand and add value to the company’s strategic intentions.
Skills To Compliment Sales Team
- Develop deep relationships through frequent technical meetings with SI/customer peer groups
- Develop deep understanding of customer use case/business requirements driving their technology requirements
- Understand the relationship between business process and software functionality and manage limitations or required extensions at either end accordingly
- Proactively engage in technical/relationship activity required as part of the software sales cycle; thus educating and guiding the customers thinking and requirements
- High quality production of sales supporting technical documents to customers
- Ability to undertake customer workshops to review, assess and drive requirements
- Experience soliciting future requirements and articulating them into product management
- Understanding the political complexities of the high value sales process and adding value to sales strategy planning
- High quality bid management and RFP response management
Personal Attributes
- Effective time/activity management ability and a high work rate
- Outgoing, highly intelligent
- History Successful track record in terms of target achievement selling complex long sales cycle solutions (6m-2yrs)
- Referencable client & Systems Integrator relationships
- Well timed logical career moves
The Role
- Microsoft platform based Secure Information Exchange solutions pre-sales to Defence, Intelligence & Homeland Security in EMEA
- Support of strategic partner development and management through the sale cycle
- In-depth understanding of business/technical requirements
The Company
Our flagship product is referred to as Formal Messaging or Secure Email. Our product strategy has repositioned us in the Secure Information Exchange environment aligned to Microsoft’s Unified Communications. Our Email, IM, conferencing and document management products are software plug-ins to Microsoft platforms such as Exchange, Outlook, Office Communications Server and Sharepoint. We provide military/intelligence grade user security and business functionality for secret/protected communications within organisations and between agencies/countries.
Our solution set (comprising best of breed partners) is geared up to accommodate wider requirements for Military Message Handling Systems.
Advanced strategy to extend Defence sales into new countries outside Central Europe and US.
We are a highly profitable concern, and taking advantage of a growing Defence marketplace. The Homeland Security sector has a similar set of requirements, and although it’s at an earlier stage of development, is growing fast. Our new strategic sector is Homeland Security, Europe/US primarily, then globally
New customers to the company are Civil Government, Police, Home/Foreign Office, Intelligence Services.
Please Contact Us for further information
